Field Sales Executive

Overview

The Field Sales Executive is a quota-carrying team member responsible for selling a set of CS offerings to customer stakeholders within their book of accounts. Assigned to a specific set of accounts, the Field Sales Executive will drive new sales at new customers as well as cross-sell opportunities at existing customers. The Field Sales Executive is responsible for working directly with customers to understand their needs, identify relevant CS products to address these needs, communicate the value proposition of such products, and facilitate all activities to complete a deal (pricing, quote, contract, etc.).

The Field Sales Executive will build internal relationships and work alongside Key Account Executives, Solution Consulting, Customer Success, and Sales Support to identify, pursue, and close deals. Field Sales Executives are accountable to achieve quota, adhere to defined processes and policies, and develop and maintain customer relationships.

• Develop an understanding of the needs of accounts and create account plans for how to meet those demands
• Manage relationships and serve as trusted advisor to stakeholders at existing customers and develop new relationships with potential customer stakeholders
• Develop, maintain, and apply consultative knowledge of CS products to identify products best-fit to meet customer needs; collaborate with the Solution Consulting team for deep knowledge and technical understanding
• Effectively prioritize and respond to inbound leads or customer requests for information
• Leverage SFDC data and collaboration with other sales team members to identify, pursue, and close opportunities to cross-sell at existing customers, or create business with new customers;
  Support Customer Success on renewals or up-sells, as needed
• Maintain a clean and accurate pipeline in CRM
• Understand and articulate value propositions of CS offerings; collaborate with product managers or Solution Consulting as needed to source deep technical expertise
• Adhere to defined sales methodology and sales processes including steps to configure, price, quote products and services, draft, negotiate and close contracts
• Deliver against individual quotas
• Support product road mapping by sharing customer insights that help shape the prioritization of key product enhancements
• Work with Solution Consulting, Customer Success, and Sales Support to identify, pursue, and close opportunities for Compliance Solutions products at customer accounts; build internal relationships and develop collaborative team among these functions to effectively serve assigned book of accounts
• Assist Service with escalated customer issues, as needed (e.g., payment, supply issues)
• Develop knowledge of industry specific trends, regulations, and associations to elevate industry expertise or brand presence

• Performs other duties as assigned by supervisor.

• Bachelor’s degree or equivalent related work experience.

• 5 years’ of direct B2B sales experience with a proven track record of meeting and exceeding sales targets
• Experience selling into the Financial Services industry.
• Industry experience and customer contacts; build or elevate brand presence in the specialty lending industry (e.g., on boards, relationships with associations)
• Experience using  as CRM.

• Effective interpersonal skills with an emphasis on relationship building
• Cross-sell offerings across platforms with support from additional sales teams
• Apply consultative selling approach to identify and recommend products to fit customer needs
• Accomplished negotiation skills and able to navigate complex purchasing processes
• Drive, conscientiousness, and perseverance to conduct outbound sales contacts daily.
• Communicate effectively in both face-to-face and virtual selling environments with executive stakeholders
• Sales experience and understanding of the lead-to-order process within the Insurance and Brokerage markets.
• Team effectively with other internal teams including Solutions Consulting, Account & Relationship Management, Sales Support, Finance, and Legal…